𝗡𝗼 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁 𝗪𝗮𝗻𝘁𝘀 𝗧𝗼 𝗙𝗲𝗲𝗹 𝗧𝗵𝗲𝘆 "𝗢𝘄𝗲" 𝗬𝗼𝘂

Michael Dunlevy

Nov 3 (edited) • General Discussion

You don't ever want to make a prospect feel they "owe" you something early in the interaction.

Nor that you are "accusing them" of something negative.

I went through this with some students recently.

Specifically pre-call confirmation leading to the first meeting or super early on the first call.

At that point in the interaction obviously there is no rapport, connection, trust or understanding yet.

There is and can be a time and place during sales interactions tapping into a sense of "debt", "obligation", "owing" etc - hence the law of reciprocity. There can be a time and place (and a way) to make "accusations" too.

I personally love accusations - positive and negative - and use them most calls!

But timing and context is everything.

Timing and context that makes it appropriate.

Get the content, delivery and timing wrong and you'll blow up the call before it happens or very early (because it's inappropriate).

Get it right and yes, it is appropriate.

Needed, understandable and moving things forward too.

Obviously we're all about the latter and never about the former.

And the latter is super easy to do when you have it appeal to the prospects self interest.

Which is what you should be doing at all times on a sales call!

(PS - appeal to theirs whilst simultaneously appealing to YOURS!)

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